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1Z0-542 | Oracle Enterprise Content Management(R) Essentials

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1Z0-542 - Oracle Enterprise Content Management(R) Essentials - braindump

Vendor Oracle
Exam Number 1Z0-542
Exam Name Oracle Enterprise Content Management(R) Essentials
Questions 69 Q & A
Recent Update May 14, 2019
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Test Code : 1Z0-542
Test Name : Oracle Enterprise Content Management(R) Essentials
Vendor Name : Oracle
Q&A : 69 Real Questions

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Oracle Enterprise Content Management(R) Essentials education

Cornerstone OnDemand, Inc. (CSOD) Q1 2019 revenue call Transcript | 1Z0-542 Real Questions and VCE Practice Test

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Cornerstone OnDemand, Inc. (NASDAQ:CSOD)Q1 2019 salary CallMay. 7, 2019, 5:00 p.m. ET

  • organized Remarks
  • Questions and answers
  • name contributors
  • organized Remarks:


    decent afternoon, my identify is Latiff, and i will be your conference operator nowadays. at this time, i might want to welcome each person to Cornerstone OnDemand's First Quarter 2019 earnings convention name. at this time, all participants are in a pay attention-most effective mode. Later, we are able to behavior a question-and-answer session and instructions will observe at that time. (Operator instructions) As a reminder, this convention may well be recorded.

    i could now turn the call over to Jason Gold, vice president of Finance and company building.

    Unidentified Speaker

    first rate afternoon all and sundry and welcome to Cornerstone OnDemand first quarter 2019 earnings name. The structure of state-of-the-art call may be a little diverse than in prior quarters, in case you have not seen it, i might want to draw your attention to the shareholder letter we issued this afternoon. In it, you will find lots of descriptive guidance about the strategic priorities of our business. How we carried out in Q1 with commentary by line merchandise and our outlook for Q2 and the complete fiscal year.

    as a result, Adams and peculiarly Brian's organized remarks nowadays can be shorter than they've been in the past, so that you can give us numerous time for Q&A. within the letter, now we have also outlined our Investor members of the family calendar for the quarter, including once we plan to enter our quiet length. So if you need to participate in any of our scheduled hobbies, please believe free to reach out. Our press release and shareholder letter had been each filed with the SEC in a form 8-ok, that you can entry the shareholder letter, press release and related investor substances together with detailed financials on our Investor family members website.

    As a reminder, contemporary call is being recorded and a replay may be made purchasable following the conclusion of the name. Our discussion will encompass forward-looking statements, including however not restricted to statements concerning the anticipated efficiency of our company, our future financial and operating performance including our GAAP and non-GAAP assistance, approach, long-time period boom and typical future potentialities. forward-searching statements involve hazards, uncertainties and assumptions. These hazards, uncertainties and assumptions as well as different factors that may trigger exact effects to vary materially from these contained in our ahead-searching statements are covered in our most fresh 10-Q and 10-ok, in addition to subsequent periodic filings with the SEC.

    right through the call, we can be regarding each GAAP and non-GAAP financial measures. All monetary figures discussed these days are non-GAAP, unless we state that the measure is a GAAP quantity. The reconciliation of our GAAP to non-GAAP counsel is provided in our shareholder letter and within the press liberate. With that as a backdrop, i might like to flip the name over to Adam.

    Adam Miller -- Founder, Chief executive Officer

    Thanks, Jason, and first rate afternoon, all and sundry. In Q1, we persisted the momentum that we saw all over 2018. i am tremendously pleased with our team for what they've accomplished and how they've thrive via this transition, which they have carried out while we've simultaneously expanded the size of our aggressive mode. i'd like to take a few minutes to discuss why, the aggregate of our researching suite in our emerging content material offering is beginning to create a flywheel effect in distancing us from our normal rivals. one of the crucial top-quality belongings we now have is the scale we've developed through the years. In 2018, for example, we had over 520 million online path registrations on our platform. believe in regards to the amount of facts that provides, peculiarly considering that the related consumer facts and content material metadata flows via our gadget.

    We be aware of which of these courses are the most conventional not most effective typical, but also by geography, with the aid of business, with the aid of job characteristic. It provides us with an exceptionally helpful repository of anonymized facts and when matched up with the information that we've from our performance suite, we have the potential to floor significant content material that drives employee engagement, reduces turnover and improves productiveness. These are the issues that all of our clients desire. With the knowledge divide making information pretty much per week, discovering and construction directors are embracing options like ours. each day, we see examples of groups struggling to locate highly professional worker's, whereas at the equal time, unskilled employees line the road's trying to find jobs, making a mountain of functions for agencies to address. Our solutions actively handle this difficulty. And now after we walk into income instances and we are asked to present our imaginative and prescient, these purchasers see that we now not only have the appropriate strategy, however we're the most effective enterprise it is safely placed to execute on that method.

    The buying into the vision and handiest Cornerstone, could be able to deliver centered discovering content material primarily based upon potential gaps highlighted throughout the efficiency administration procedure. The buying into the vision and best Cornerstone can use it be great dataset to carrier and convey essentially the most everyday content for specific job services. they're excited to have the capability to instantly educate and on board new recruits. And even brace the theory that only Cornerstone will soon be capable of carry options that tail-conclusion users, not only which lessons are essentially the most widely wide-spread with their peers, but what practising most reliable positions them for career progression along their favored profession route. this is a extremely potent message and or not it's one it really is creating obstacles to entry for our talent business. I agree with or not it's also vital to aspect out how being in this place because the world's biggest distributor of company researching content is benefiting us in alternative ways that sooner or later amassed our and our consumers benefit, feel about it. if you are a content material creator what you truly desire is to get your content into the arms of someone that may distribute that content material on a enormous scale.

    it be similar to how the purchaser Media agencies are growing to be nowadays. entry to a wide viewers drives content material creators to wish to work extra intently with you and access to superb content material drives greater clients. We're now taking advantage of a virtuous cycle that is only starting for us, given the measurement and fragmentation of the corporate discovering content material market and how early we're in this evolution.

    over the last few quarters, we've spent loads of time speakme to traders concerning the economics of our content business and the way exciting it truly is but what I suppose we need to do an improved job of explaining is how the content material enterprise additionally acts as a propellant for our standard company. it's the injection of this content material into our large install base it truly is enabling us to tell a narrative to our shoppers that's definitely differentiating. and that i consider we're simplest within the first inning of supplying on this imaginative and prescient. It became simply over a 12 months in the past that we all started basically selling content and it took us a short time to get our groups capable however we're nonetheless no longer superb. there's further work to do to trap this probability however it is a big possibility and so our teams are complicated at work inserting together the infrastructure integral to deliver on these options. Our field ops group are beefing up their tactics and methods to address the inflow of multi-product deals and our tech groups of scaling our infrastructure to be able to take us to the next level with the strategy. this is in reality a group effort and i'm very blissful with how the distinctive teams at Cornerstone are coming collectively to make this a reality.

    The work our teams are doing is additionally extending our footprint inside our customer base beyond just our studying Suite. today, a substantial element of our income comes from performance, recruiting and HR, and as we continue to innovate and extend each our product portfolio and our world client roster, our market possibility continues to rise. We continue to have robust performances all over the world and throughout industries. all over the primary quarter, we had some notable wins at organizations like CBS, The tuition of Arizona, Banco Santander, The Delaware branch of Human substances and the metal enterprise.

    Our EMEA sales crew had a very robust Q1, with solid direct earnings of our discovering and recruiting suites. In APJ, we introduced on new leadership to capitalize in the marketplace chance in Japan. in the Americas, we noticed a splendid energy in our SMB enterprise. i am more smitten by our enterprise these days than I've ever been and i can see the probability forward of us. The onus is truly upon us to execute on this vision. And while the road may additionally not always be linear and should most likely stumble upon some minor bumps alongside the style. Our method is apparent. i'm in reality enthusiastic about it. I need to thank our world crew for all of their fantastic work. before we take your questions, i could flip the name over to Brian to give a number of feedback on our financials.

    Brian Swartz -- Chief financial Officer

    thank you, Adam and first rate afternoon, each person. given that we supplied a really thorough overview of the quarter and our up to date suggestions within the Shareholder Letter, i go to keep my remarks short. As that you would be able to see, we had a very suit first quarter and selected to lift the midpoint of our ARR, earnings, working margin and unlevered free money circulation counsel. We had a superb Q1. We suppose decent about our performance and we are assured in the direction of our enterprise. a couple of other key highlights, in Q1, subscription salary become $131 million, representing 16% year-over-year growth and 18% on a constant currency groundwork.

    Non-GAAP working salary changed into just about $20 million, representing a 14% working margin, and an improvement of 430 groundwork elements over the prior 12 months. i might like to element out that the quantity we now have raised, the full-12 months earnings advice by way of become most effective a little more than the volume we passed the midpoint of our Q1 advice. whereas the dollar cost, we're speaking about a relatively immaterial. And nonetheless handle this head on to evade any questions or confusion. And so i might like to take a minute to explain some of the mechanics . In any given quarter, we will have as much as about 1% of our subscription profits that may not recur. it be made from various accessories as sometimes we see and infrequently do not. To assist you consider this and why it can cause our sequential increase fees to very? I wish to give slightly more colour. We do not often encompass these objects in our information. Let me offer you two distinctive examples of where we might have a hard to predict favorable adjustment to profits. the first is when we withhold the focus of revenue, until certain application aspects are released. the place no longer certain characteristic is sooner or later delivered, we can have a favorable revenue adjustment to record salary that we previously withheld. The 2d is when we authentic up a shopper for prior durations through which they had more users on the system than our contract stipulated . In each of these instances, you could see how we would recognize income in that duration, however wouldn't be appropriate to move that throughout the remainder of the yr within the equal means that a traditional new ARR out performance move via. i am hoping that gives a little bit extra context about how we forecast earnings.

    in terms of different gadgets worth noting, we think that our skilled services revenue is starting to strategy a constant quarterly cadence. Of direction, while there could be some variability to this line, our experience is that it can stay at or under the Q1 degree for the close-term on a greenback groundwork. And over time it is going to grow based on the overall increase of our enterprise. i would also like to factor out that now we have experienced a awesome increase in research and construction expenses as a percent of salary on a yr-over-year groundwork. A meaningful a part of that enhance is related to the reclassification of certain costs out of sales and marketing and into R&D that we carried out in Q3 of last 12 months.

    we now have mentioned this in element on our prior calls. also driving the increase is further investments we now have made in product construction, infrastructure and the migration of our software to a micro services structure. We are expecting to preserve R&D fee around its current degree as a percent of profits for the foreseeable future. We proceed to target reaching the rule of thumb of 40 in 2020. As a reminder, we define the rule of thumb of 40 a subscription income increase plus unlevered free cash move margin. Our powerful efficiency on money circulation in Q1, turned into essentially related via profitability and robust collections, the latter of which is timing linked .i would like to remind you that corresponding to 2018, our unlevered free cash movement margin continues to face headwinds in 2019 as we unwind our knowledgeable services business. We expect to obtain incremental high quality working capital advantages in 2020 as our business normalizes on a full 12 months basis and it be headwind from working capital abates.

    and eventually, with reference to key metrics, you are going to note that our boost in internet shoppers all the way through Q1 became decrease than in prior quarters. here's basically due to the success we had in signing higher customers and that strength indicates up in our regular forex, subscription salary per client, which became up 12% in Q1 on a year-over-yr groundwork. Like Adam, i'm very pleased with the group for what we've completed in Q1 and i am excited about what lies forward. although it's early in 2019. we're off to a fantastic start and that i suppose decent about our probability and the group's capability to capitalize on that chance in the future.

    With that, we will now take your questions.

    Questions and answers:


    thank you, sir. (Operator guidelines) Our first query comes from the line of Scott Berg of Needham & enterprise. Your question, please.

    Unidentified Participant

    whats up, guys. this is Josh on for Scott. Congrats on the effective quarter. starting off with the content solution, what are you seeing in terms of pricing on content material? Are you still seeing a three times to 4 times uplift versus ordinary learning deal?

    Adam Miller -- Founder, Chief govt Officer

    yes, the pricing is varying enormously in accordance with A, the subscription, B the industry, C the geography and D, perhaps most significantly the size of the valued clientele. So as a result of we promote into all those diverse segments. We do see a lot of variability, and it is terribly distinctive reckoning on the aggressive ambiance in a selected deal. So pricing continues to be in all places, like we said earlier than, we're seeing tiers from 3x to 10x and that continues. Now, the first rate information is the $25 billion market for on-line practising content is super fragmented. So is fragmented because the learning organizations on the platform side, the content facet is lots extra fragmented. And that gives us lots of probability in each one of these segments and we think very strongly that we will be in a position to obtain that $250 million market probability within our deploy base these days.

    Unidentified Participant

    okay, splendid and then an extra, Q1 subscription revenues obviously seem brilliant. can you comment on significant enterprise deal pipeline or traction in Q1? And are you seeing sales cycles inside general tiers or are there any offers that are moving between quarter is more than general?

    Adam Miller -- Founder, Chief government Officer

    Yeah, so there were no mega deals in Q1, we do see an honest pipeline of deals for 2019 and past. We're seeing exercise up market, all the manner up market and that's the reason decent for our strategic bills group and for our huge business community. We expect those deals to happen, however they're very intricate to foretell precisely when. And so we're very conservative in our counsel about those offers given the issue in assessing the timing of once they might shut.

    Brian Swartz -- Chief fiscal Officer

    yes, Josh, it's Brian. just add a little more color when it comes to greater specificity when it comes to what we -- how we suppose concerning the advice exceptionally. We absolutely predict these groups at some level of success from a win cost perspective. however as Adam observed, it is challenging to foretell these offers and specially the timing of those offers, so it doesn't assume, we do not assume none in the full-12 months outlook, however we count on some stage of success for that team .

    Unidentified Participant

    ok. splendid. Thanks, guys.


    thank you. Our subsequent query comes from the road of Chris Merwin of Goldman Sachs. Your line is open.

    Kevin Kumar -- Goldman Sachs -- Analyst

    hi, here is Kevin on for Chris. Thanks for taking my questions. You had stated robust win prices in Europe throughout the quarter, can you speak a little bit about that? Has anything else changed when it comes to the competitive environment within the location and then also how did Cornerstone HR do during that quarter?

    Adam Miller -- Founder, Chief executive Officer

    yes. So no precise change within the competitive landscape. It continues to be very sturdy. when it comes to Cornerstone HR, we still see very mighty development in Europe in particular, however we're selling it internationally all over the place the realm. And we have very decent penetration charges outdoor the us as you recognize, we are not promoting it within the US, and probably might not in 2019, however may accept as true with that next year certainly by 2021.

    Kevin Kumar -- Goldman Sachs -- Analyst

    awesome. thanks.


    thanks. subsequent question comes from the line of Alex Zukin of Piper Jeffrey. Your line is open.

    Alex Zukin -- Piper Jeffrey -- Analyst

    hi there, guys. Thanks for taking my query. maybe only one or two for Adam. I wager, probably first on, are you able to speak in regards to the performance of the recruiting product in the quarter, within the pipeline, is it paying off from new sales point of view this 12 months and kind of the traction you're expecting from the balance of the 12 months?

    Adam Miller -- Founder, Chief executive Officer

    sure. So recruiting is doing well. We're seeing first rate recruiting sales globally throughout dissimilar industries. As you recognize, now we have made some huge investments over the final couple of years on the engineering side regarding recruiting, these are beginning to repay and we've made some investments on the sales and advertising front, round recruiting and that i feel these are still to come. so you're going to peer that over the next few months. but we are feeling first rate about the pipeline in recruiting and we suppose very good concerning the altering competitive landscape, peculiarly in recruiting. We're seeing some precise weakness among the legacy incumbents. and that's going to create possibility for the more moderen avid gamers like us in the recruiting field. So feeling respectable about it.

    Alex Zukin -- Piper Jeffrey -- Analyst

    And and then on researching, are you able to probably talk to a bit bit of essentially the most a success selling strategies that you simply're seeing work from now not gaining knowledge of upon this content point of view, in terms of the synergies are the patrons are the identical? What the connect quotes appear to be in new offers, are you seeing more success on current consumers when the time for renewal dialog, simply a bit bit of context and perhaps sort of how we should consider about it on that progress to 250?

    Adam Miller -- Founder, Chief executive Officer

    sure, we in reality see greater success selling into the installed base than oblique income and that makes experience correct until the studying device is up and running. Pushing the content through it is a much less urgent. after getting a device in vicinity and also you're brooding about how do I optimize the content and the practicing, it is going to be deployed to my employee base, you do believe lots about what your alternatives and alternatives are within the content field. What we're providing throughout the content material every time subscription is awfully compelling. So we're seeing the skill to do this with our existing customers. It is not necessarily upon renewal, a lot of them are doing it mid cycle. it's just after getting to know has been deployed and be aware some of our customers will install recruiting or efficiency before they install discovering, and so the timing of the content deals customarily is after they've deployed researching.

    Now, the different truth here is there is in reality much less friction for both us and purchasers. it is usually the equal purchaser, definitely the equal purchaser of the getting to know system. And from a contractual standpoint or if you suppose about procurement, it's actually a one web page addendum, so it is terribly, very effortless for the customer. There isn't a new safety evaluation, you don't should get the procurement group worried. You do not want a big felony review. or not it's simply fundamental and relatively painless. And we trust the content material providing will continue to get further and further compelling as our curation and content issuer universe continues to expand. So now not most effective will we have the international content material to leverage, and we're engaged on a localization approach of that global content to make use of an outdoor the us, but you suppose in regards to the incremental suppliers out there. I instructed you, there is a really long tail of content suppliers world wide. We're able, on account of our scale and distribution to entice and distribute content from essentially any one and that's the reason giving us a real possibility right here in diverse markets, in diverse geographies and in different industries to be the favored company. The ultimate point, i may make is that our desktop gaining knowledge of as we've more and more facts from the content material being consumed, our laptop getting to know gets superior and enhanced. So the personalization maintains improving. So there's a virtual cycle up right here within the content business.

    Alex Zukin -- Piper Jeffrey -- Analyst

    only one might be brief when are only to are trying to find and just a question on the federal vertical pipeline opportunity traction, do you see any have an impact on from the shutdown, pushed offers into this quarter? And just a established update on vertical would be positive.

    Adam Miller -- Founder, Chief executive Officer

    sure, the shutdown basically didn't have an impact on the pipeline or any of the offers that have been in growth. We continue to look strong efficiency out of our public sector groups frequently in the federal crew specially. And there are endured upsell alternatives within the latest bills that we have, and we are a long way alongside on new opportunities in the federal government.

    Alex Zukin -- Piper Jeffrey -- Analyst

    ok. thank you, guys.

    Adam Miller -- Founder, Chief govt Officer



    thanks. Our subsequent query comes from the line of Brad Sills, financial institution of the us Merrill Lynch. Your line is open.

    Brad Sills -- financial institution of america Merrill Lynch -- Analyst

    Oh! notable, thanks guys. i wished to ask, Adam, a bit bit extra color on the comments you made past that the content company is featuring a catalyst for the leisure of your suite. Are you seeing content material lead some of these offers after which bringing in getting to know or is it primarily selling content into the base it really is type of riding that enterprise?

    Adam Miller -- Founder, Chief government Officer

    neatly, I feel it's the subsequent era of the strategy we now have had for a very long time which is that we lead with getting to know. after which connected to that deal, the other suites. So in some circumstances, it's researching and efficiency, that is about 50% of the time. In other circumstances, it be researching efficiency in recruiting after which in Europe periodically, more and more frequently, we're seeing warning performance recruiting and HR. What content material does is it makes us even more differentiated within the learning house, makes the chance much more compelling. And for those who believe about things like onboarding for recruiting, it offers us the probability to no longer simplest supply them a platform for managing onboarding, however definitely gives them loads of critical content to make the onboarding event more impactful and extra effective. It also gives us competitive differentiation, no longer handiest on direct revenue but even in the client base. So in case you suppose about renewals, for those who feel about upsell alternatives, content material gives catalyst to bo lower back to move again to the client, get the assembly discuss what our choices are and promote extra products.

    Brad Sills -- bank of the usa Merrill Lynch -- Analyst

    that is extraordinary. Thanks, Adam. and that i you have got viewed great leverage here on sales and advertising and marketing. can you simply remind us type of the place you are in those efforts, where has been the focus this yr and going forward? where are any other areas, which you could proceed to pressure respectable sales productivity, income and advertising and marketing leverage? thank you.

    Adam Miller -- Founder, Chief government Officer

    So, as you recognize, we had significant development in income and advertising productiveness remaining yr. we now have now lapped some of that productiveness features. so that you're now not going to peer the same features this yr. That doesn't mean that there is not incremental alternatives both in income and marketing. i'm primarily concentrated on the opportunities this year from a advertising perspective. I believe there may be plenty extra we are able to do to get higher returns from our advertising and marketing spend, and increase some of our positioning and focus in the market.

    moreover, our reps are now very targeted. we now have been very surgical about where we add reps, and even considerate about when reps are internal and when they're within the container. so as you guys might recognize, in the beginning of this year, we merged our mid-market and business crew. So we now simply have the commercial enterprise crew for higher mid market and we moved what we agree with a decrease mid markets to sub 1,0000 personnel, right down to our SMB group, which is an internal income operation and so we bought some leverage there as neatly, which also increases productivity and improves (ph) cap ratios extra.

    Brad Sills -- financial institution of america Merrill Lynch -- Analyst

    terrific. Thanks, Adam.

    Adam Miller -- Founder, Chief executive Officer

    thank you.


    thank you. (Operator instructions) Our next query comes from the road of Justin Furby of William Blair. Your line is open.

    Justin Furby -- William Blair -- Analyst

    hey guys, thanks for taking the questions nice quarter. Brian, possibly just a housekeeping item that you should beginning and that i make an apology if you spoke of this already, but what was the growth during this quarter for those who web out the one-time items, the steady currency boom?

    Brian Swartz -- Chief fiscal Officer

    yes, so about possibly an extra method of asserting -- answering the question, Justin. About eighty% or so of the beef off of our midpoint turned into regarding sort of these no longer one-time items, but non-ordinary items, i could name it. So take the midpoint of the prior tips, which was effectively -- if you take the midpoint of the prior counsel on subs earnings, which is $128.5 million, roughly 20% off the beef from that point of view was concerning form of outperformance (inaudible)

    Justin Furby -- William Blair -- Analyst

    k, got it. and then just Adam, i'm simply curious on the pricing aspect of the market, if you variety of the go lower back three years in the past, five years ago, some thing time horizon, you need to go back, what are you seeing on it is the core LMS from a per seat basis? Then I comprehend it varies particularly with the aid of the measurement of the engagement, however just what are the usual developments you might be seeing there? and then what are you seeing on renewals when it comes to like-for-like renewal on the per seat pricing? Thanks.

    Adam Miller -- Founder, Chief executive Officer

    sure, so let me reply the two constituents in order. So from a aggressive standpoint, I think or not it's been very strong over the remaining few years. As you be aware of, several years in the past, there have been principal downward force on pricing from each sub and sum complete in addition to from SAP and Oracle, this is abated slightly I suppose or not it's probably it be because it's turn into the new regular, however it hasn't modified plenty in the ultimate a number of years, within the remaining three years. with reference to our pricing in the manner we feel about both direct earnings and renewals, we made adjustments to our pricing at first of 2018. those have stayed intact that has served us very neatly. So our pricing is extra based on the market, however we are the top class company. So we don't seem to be the reasonable company with the aid of any stretch. We maintained top rate rate elements and we will proceed to do that as a result of we've the superior answer. On renewal, we've moved faraway from trying to barter rate uplifts once every three years and it moved to annual rate escalators, what we call the innovation index, which takes into account the fact that we're doing four primary releases a yr. And so for the duration of a regular three-year relationship, the consumers had 12 primary releases. And we're discovering that to be much, much more convenient to barter and we had really first rate attach for the innovation index, which potential we're seeing an annual increase in pricing across the client base.

    Justin Furby -- William Blair -- Analyst

    k, it's useful. after which just real rapidly, the content enterprise, how does it do within the quarter versus expectations? And just can you remind us the type of increase, you are anticipating from an ARR point of view this 12 months? Thanks.

    Adam Miller -- Founder, Chief govt Officer

    sure. So undoubtedly content boom is utterly baked into our numbers. we are still seeing effective double-digit growth within the content material company and we feel, it will continue to be a meaningful possibility for us and this year should be a excessive-single digit p.c of complete ARR -- of exit ARR for '19.

    Justin Furby -- William Blair -- Analyst

    ok. top notch. Thanks, guys.


    thanks. Our subsequent question comes from Mark Murphy of JPMorgan. Your line is open.

    Unidentified Participant

    hey, thank you. here's Benjamin, exceptional quarter, I on behalf of Mark. Adam, you certainly have an outstanding position out there in learning element and now content material certainly makes it even differentiated. As you seem to be ahead, what has to go correct into the business for the subscription income growth to curve up might be well into 20% latitude or is it just a remember of execution and what half would do you feel content will play for that growth curve to move up?

    Adam Miller -- Founder, Chief govt Officer

    yes. So i'm going to answer this two other ways. So simply mathematically, the style we get our subscription income to extend over 20% is by using executing on the content possibility in front of us. it's a very clear probability. this is baked into our numbers in our assumptions. we've been rather conservative about it, if you happen to consider about the scale of the possibility both from our set up base and from the wider market at large, as nothing stopping us from going backyard our set up base. So we believe lots of that is only pulls all the way down to execution. when it comes to discovering in generic, what i will be able to let you know is that we have a real macro tailwinds available to us now. i go to conferences, I talk to CEOs, I study the same articles that you guys study and the expertise divide has develop into very precise. The need for businesses to invariably coach their worker base has develop into a extremely true component and is no longer something that we're making an attempt to evangelize. here is now a excellent of intellect for CEOs around the world, people take note the technology is remodeling no longer simplest every enterprise, however each job and that americans need to be continually educated. in order that places us in a good place because the no 1 company discovering solution on the earth.

    Unidentified Participant

    Understood. And secondly on retention expense, i know you do not truly update on retention quarterly, but qualitatively, might you talk about the retention rate universal? Are you seeing any exchange in gross renewal dollars or has it been constant to what you have got seen in the end of 2018?

    Brian Swartz -- Chief monetary Officer

    i will make some feedback and perhaps Adam desires to as well. As you outlined, we best divulge that once a year and generally don't comment it quarterly. What i will be able to tell you is surely renewals are essential to our company and we are super-focused on client pride and all the time raising the bar in that regard. or not it's undoubtedly from only a fiscal aspect of view, that caps to retain latest shoppers or to upsell latest purchasers are a great deal more suitable than that for brand spanking new emblems and acquiring logos are nevertheless lots of new emblems we can acquire, but we're super-focused on client satisfaction and constantly elevating the bar in that regard.

    Adam Miller -- Founder, Chief executive Officer

    simply as a part of that, we now have made large investments to complete what I truly agree with the final section of our capabilities transformation, which is definitely bolstering our global guide operations. now we have multiplied the size of the group, we now have reorganized the group, introduced in new management to operate on a global groundwork and continue to focus on an international-category customer journey for all of our money owed.

    Unidentified Participant

    Understood. i will be able to go again within the queue. Thanks.


    thank you. Our subsequent question comes from Raimo Lenschow of Barclays. Your line is open.

    Raimo Lenschow -- Barclays -- Analyst

    hello, thanks for taking my query and congrats on a superb Q1. and can you speak a bit bit about Adam, the distinct areas of content material that where you referred to that you simply see. they may be type of extra or less a success in the offering at the moment. Does that make feel to sort of specializing a few of them or push definite areas greater than others? And thanks for that. thanks.

    Adam Miller -- Founder, Chief government Officer

    yes. So the content possibility varies a little bit by trade and through geography, obviously the number 1 seller in the content material world is compliance practicing, or not it's necessary each employee needs to take it. So in our base, that would be 40-plus million americans that deserve to take compliance training. it really is a extremely massive market, as that you can imagine, however the fee elements are going to be lessen since it goes out to each person. In Europe, as you understand (ph) Primo, there may be a very mighty desire to allow the employee groundwork there for digital transformation. And so digital fluency is a very hot theme there, making bound people be aware no longer most effective their jobs altering, but the approach they interact with valued clientele, the way they go to market, the style they operate is going to be strongly influenced via utility nowadays. And so digital fluency truly huge subject matter there. for those who get into markets like healthcare, there are very jobs selected requirements in the training enviornment. So this ball has to do with continuing schooling requirements and the joint commission, but also how these organizations need to increase their americans and confirm their confidence. And so that you get into very trade particular working towards round affected person care and so on, and there is surely for organizations like ours, our actual focal point on issues like revenue and advertising. And so in case you get into groups which are selling to different organizations, there's a real desire to have a world-type earnings and advertising and marketing training to be certain that you have relevant earnings enablement as contrasted to up to date compliance. these tend to have larger price points, americans are willing to spend greater on their salespeople that surely is validated by way of what they spend on CRM programs per person. And the conception of spending a bit bit more to allow a salesperson to be extra advantageous is money neatly spent in most businesses eyes. So we're seeing distinct opportunities in distinctive segments in distinctive markets. Language necessities are very vital in Europe and in Latin the usa. So making certain that americans have not most effective the correct discipline remember but additionally the field remember within the native language is very essential, also very problematic for these corporations to do by means of themselves, especially if the multinationals, because it's very difficult to curate excessive high-quality practising across assorted discipline areas and across multiple languages that is cellular capable and modern. So we're uniquely placed to aid organizations in this and that's why we're so bullish about this opportunity.

    Raimo Lenschow -- Barclays -- Analyst

    ultimate, very clear. Congrats, again.

    Adam Miller -- Founder, Chief government Officer



    thanks. Our next query comes from the line of Patrick Walravens of JMP group. Your query please.

    Patrick Walravens -- JMP community -- Analyst

    Oh, super. thanks and congratulations to you guys.

    Adam Miller -- Founder, Chief government Officer

    Thanks for that.

    Patrick Walravens -- JMP group -- Analyst

    So, Adam, it appears like lots of the items of the strategic transformation are starting to work and so i'm wondering the place are you spending your time this present day, what do you for my part most focused on?

    Adam Miller -- Founder, Chief government Officer

    i'd think about three or four distinctive areas. So number 1 content, content material company is a start-up for us. i like beginning-ups. So i am helping Josh, (inaudible) and others manage that firm along with Jeff. number two is client success. We comprehend the importance of retention quotes and renewals and the upsell probability within our install base. So making sure that this carrier transformation is totally finished is truly crucial and the phase, we're on is basically global product help and so making bound we land that neatly, similar to we did with service start. after which the third piece is working with our partners. So making certain that we're getting probably the most out of the associate ecosystem that we now have constructed, which helps no longer just the earnings force, nonetheless it helps our clients as smartly. I suppose making bound that the partners are thoroughly enabled, making sure we'll market collectively and not independently, all aid construct the company for the future. And the remaining is recruiting. I feel there is a clear probability in recruiting. we have now made investments there, definitely work popping among them and we consider there is a big upsell opportunity there. Then the remaining one, i could touch on is advertising and marketing. I still think we have lots of room to run in advertising. we are despite being regularly occurring in definite circles, our manufacturer awareness is definitely confined, principally relative to our ERP competitors. And so more suitable brand consciousness , enhanced positioning, enhanced messaging, all helps us in every appreciate to the business. it is how I spend my time.

    Patrick Walravens -- JMP group -- Analyst

    that is splendid, if i will drill down simply a little bit on the remaining one. So what should still we are expecting to look from you guys from a advertising and marketing element of view that we have not really seen before?

    Adam Miller -- Founder, Chief govt Officer

    I mean, I think you're going to peer some alterations in advertising, you're going to look some tighter positioning in messaging. you might be going to look us doing issues to force focus in areas like recruiting and HR, spending extra time with the analysts not the Wall highway analysts but the trade analysts to pressure cognizance of what we do and the power we now have in those areas. you'll even be seeing a brand new site this is coming out around the time Convergence, and a lot of this positioning could be launched at Convergence, which is at the beginning of June, which is our Annual client convention as you recognize.

    Patrick Walravens -- JMP community -- Analyst

    yes, yes, astounding, all appropriate. thank you.

    Adam Miller -- Founder, Chief government Officer



    thanks. at this time, i'd want to turn the call returned over to our CEO, Adam Miller, for any closing remarks. Sir?

    Adam Miller -- Founder, Chief govt Officer

    thank you, everyone, in your participation. with a bit of luck, all and sundry likes new layout we have taken and the advice attainable. we might love your remarks on the suggestions we're inserting out and i wish to as soon as once again thank the global team for the surprising work they do to assist over 40 million americans all over the world to recognize their capabilities. thank you.


    ladies and gents, this concludes cutting-edge convention. thanks in your participation and have an attractive day. You may disconnect your strains at present.

    length: 43 minutes

    name individuals:

    Unidentified Speaker

    Adam Miller -- Founder, Chief govt Officer

    Brian Swartz -- Chief financial Officer

    Unidentified Participant

    Kevin Kumar -- Goldman Sachs -- Analyst

    Alex Zukin -- Piper Jeffrey -- Analyst

    Brad Sills -- financial institution of america Merrill Lynch -- Analyst

    Justin Furby -- William Blair -- Analyst

    Raimo Lenschow -- Barclays -- Analyst

    Patrick Walravens -- JMP neighborhood -- Analyst

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